The Relater

The two main components of a Relater are indirect (slow decisions) and open (extrovert). These individuals are very sensitive, often taking business issues personally. They are very intuitive, accurately reading people's nonverbal behaviors. Relaters are big-time team players and they encourage harmony among the team, be it at work, socially, or at home with their family. Relaters are emotional, empathetic people who are moved to tears easily and can be oversensitive. Take a Relater to see Titanic and watch what happens. They cry very easily. (Yes, even male Relaters.) Directors would be inclined to think, "Why are you crying, you knew the darn thing sank in 1912." Relaters are often appalled at the apparent apathy of Directors, taking their verbal and nonverbal responses literally. Relaters hate conflict of any sort. They go to great lengths to avoid hassles, talking their way out of conflict.

They are very conforming and go with the flow versus doing it solo. Relaters are good listeners and ask more than tell. Relaters are motivated by the relationship, hoping everybody will like them. They must be popular and tend to make decisions slowly (indirect) so as to not offend or upset anyone with an unpopular decision. When shopping, Relaters will often ask, "What's popular, what's selling?" The use of references is very effective with Relaters—they build confidence in your product or service. Relaters like to be assured that they are not the only ones using your product or service. Your proposal must support or enhance the people side of the business, concentrating on harmony, security, and concrete benefits. Ask them frequently about their opinions and ideas. In summary: